226. Are You The Hunter or The Farmer?

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Hi, I’m Andrea Nordling – Nutritional Therapy Practitioner, business coach, entrepreneur, and host of The Profitable Nutritionist Podcast.

Since age 22, I’ve built 3 highly successful businesses from scratch, including my own online holistic nutrition practice. After deleting all of my social media accounts in early 2021, my business grew faster than ever — and now I teach other health professionals how to do the same.

On this pod, you’ll learn how to:

 ✅ Build a thriving online practice without relying on social media
 ✅ Consistently attract and convert clients
 ✅ Create simple systems that scale without overwhelm

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© 2021 - 2026 Andrea Nordling

DISCLAIMER: The podcasts available on this website have been produced for informational, educational and entertainment purposes only and do not make any representations as to the future income, sales, or potential profitability or loss of any kind that may be derived as a result of use of the content, including paid programs and all free resources. Listeners should take care to avoid program content which may not be suited to them. The contents of this podcast do not constitute medical or professional advice, No person listening to and/or viewing any podcast from this website should act or refrain from acting on the basis of the c...

Transcript

 00:00
Andrea Nordling
Welcome to The Profitable Nutritionist Podcast, my friend. I am jazzed to record this video for you today. I wasn't planning on recording this. I'm gonna be honest, was not planning on recording it. This is the day before my 43rd birthday. Now, I'm not one of those people that is like, taking an entire month off. It's my birthday and I'm not doing any work. And that's not what I mean by this. What I mean is that I was feeling a little reflective this morning about the fact that it is my birthday week and that has to be going into reflection mode. And I was reflecting on a conversation that I had somewhat recently with someone that's not even in my business, but somebody that was talking about business in general and the need to be a hunter and a farmer. 

 00:42
Andrea Nordling
And I agree with that statement, which is why you are listening to a podcast episode about the hunter and the farmer. But as I was being reflective this morning, and as I was brushing my teeth, actually, I thought, oh, my gosh, I have a lot to say about this because I have intimate personal experience with both being a hunter and a farmer. And I think that actually I have a lot to say about how this ties to business from a practical perspective for holistic nutritionists, health coaches, wellness professionals in general. And in a way that is probably going to make sense, even if you've never thought of your business activities before as either hunting or farming. 

 01:24
Andrea Nordling
And even if you have, because I know this isn't an entirely new concept for a lot of us, I think I'm gonna give you some examples that are going to really drive this home and help you to see where you could best spending your time, depending on what the outcomes are that you need most in your business right now. Okay, so the fun of this is that I don't really have an entire outline for us. I just know I have some stories and I'm going to weave em together and hopefully by the end of this, it's all going to make sense. Because like I said, I wasn't intending to actually record this episode today as I just drank too much coffee, brushed my teeth, had the inspiration. I was like, you know what? 

 02:01
Andrea Nordling
I'm just gonna go hit record and it's just gonna come at you in this unfiltered way. Like I said, I have lived both sides of hunting and farming in business and in real life. So this is where we're going to get a little bit personal, which I don't do a ton on the podcast, but I always hear that you, as the listeners, like to hear a little bit more about my personal life. So, you know, in the interest of the eve of my 43rd year. Here we go, story time. So I grew up in a family of hunters and outdoorsmen. My dad, my brother, my grandpa, my extended family. All my people hunt and they fish and they spend time outside. This is a lifestyle. This is not just a hobby. I come from a line of world class hunters, not just weekend warriors. 

 02:51
Andrea Nordling
Not that there's anything wrong with that. However, I just need to give some context that my family takes this very seriously. Trophy animals, big game hunts, traveling all over. Lots of time spent figuring out how to maximize the time and effort and resources put into this hobby, which is very much not a hobby, but a lifestyle, and getting the best return. So depending on what we're hunting or fishing for, and I'll put my. I'll make this a wee. Because I do participate in this pastime. When we are putting resources into it, we're looking for sometimes getting a lot of something. If we're fishing, we're looking to get the limit. If we're pheasant hunting, we're looking to get the limit of pheasants. Other times, depending on the species. If we're musky fishing, for example, we're looking for trophy muskies. This is catch and release. 

 03:43
Andrea Nordling
So you're looking to get the big ones if you are hunting. And I personally don't deer hunt anymore, but my dad and my brother are looking for trophy whitetails or trophy elk or trophy caribou, for example. That is different than, you know, getting a bunch of them and filling the freezer. However, I will say that we do eat everything that we kill and that we fish. So know that, okay? This is all going to make sense and I'm going to draw it into a business parallel in a second. But just giving you a little bit of context, okay. This is something that has been just part of my life growing up and always being outside hunting, fishing. I have witnessed this at a very high level. Okay. And I've also seen people in my life that are, that don't take this as seriously. 

 04:35
Andrea Nordling
It isn't something that they obsess about. It isn't their lifestyle and they do it casually and their results are inconsistent or they just, you know, they come home empty handed, which is also okay. I just want to say this is okay. We call them googans. Is this a bad word to say? I don't know. In my family, it's a googan mentality. Somebody that goes fishing on Saturday and clogs up the boat launch because they don't actually know how to back in a boat trailer and they're just messing with the flow for everybody. That's a googan. I don't know. Now, even as I'm saying that, I'm like, is that derogatory? I don't think it is. I think it's just a made up word that we use in my family. But anyway, okay, it is the word. Should we edit that out? 

 05:14
Andrea Nordling
I mean, thinking maybe I want to go back and take it out. I'm going to keep it in the episode. Hopefully that's not offensive. Okay, so I've seen both and I've been keenly observant of the behaviors that are taken by each group of people and the results that they get. Here's what I have seen and here's what I think is true with great hunters. They are very observant of the behaviors of the species that they are after. They understand the motivations of why those animals take the actions that they take. Why do they put themselves where they are? Why do they go somewhere and avoid something else? Why do they take a certain bait and not a different one? How does it think that's really what makes a good hunter or a good fisher person? 

 06:01
Andrea Nordling
So my dad and my brother I'll use as examples because I talk to them the most and I know most intimately how they approach this. They hunt with a bow and arrow. So archery, not firearms at this point, although in case you're not aware, most people start with shooting with a firearm. You start firearm safety. Usually you will start hunting with a gun because you don't have to get as close to the animal. You don't have to be as skilled. But as you want to level up your expertise and as you want it to be more challenging because you've, you know, you've kind of mastered that, you will a lot of times get into archery hunting, which requires you to get a lot closer to the animal for you to be able to make a good shot. 

 06:40
Andrea Nordling
So you have to be really advanced to be a good archery hunter. You have to understand the motivations of the animal, how to position yourself in the right spot where they're going to be like, there's so much that goes into it so that you can even get close enough to the animal that you're hunting to be able to get a good shot. Usually this is not always, but for a lot of people, when they're getting to this point, they are looking for trophy animals. They're looking for bigger ones, which means that those animals have been around for a while. They're savvy, they're smart, they, like, they know a few things and they're harder to get close to, which makes it more challenging. Again, I'm going to bring this into a business example, but just giving you a little bit of context. 

 07:17
Andrea Nordling
So my entire life, as I've been immersed in this world, my dad has said things to me like, oh, my gosh, don't people understand that at this time of year, if they want to be getting a big buck, they need to be looking for a ridgeline by some white oak trees? Because the does are obviously going to be eating the acorns under the white oaks. They love that. And da, da. Like, I'm not even giving it justice. But things like this would be said as, like, how could you not understand this? Like, how could somebody be making the decision that they're going to be in the wrong spot when clearly the big bucks are going to be chasing the does along this ridge by the white oaks? Because that's the. 

 07:56
Andrea Nordling
The, for example, like, that's the behavior of the deer in this specific season in the place that we're in. Again, I'm giving this no justice whatsoever. But these are the types of conversations. So I've been hearing this my entire life, and I've come away with an understanding that is okay, there's a reason why these animals go where they go and do what they do. And if we understand what that is and you can position yourself in a place to probably get closer to them and be much more likely to kill animal and eat it, which is very important, by the way, if you're relying on hunting for your food, hopefully you are seeing the parallel here to business a little bit already. Some foreshadowing that hunting is similar to sales. 

 08:40
Andrea Nordling
And if you eat what you kill, you definitely want to be hedging your efforts to be closer to getting a kill. So. So that you are making sales, right? So I've seen this. I've seen this in play. I've seen this over the years. I've anecdotally just heard people in my life talking about what things they're doing that get them closer to, you know, people telling hunting stories and fishing stories and like, oh, why? Why were you there? How did that all happen? I've heard it. I also have lived it. So I don't particularly enjoy hunting for big game. I don't like sitting and being still, that's not my game. But I love festival pheasant hunting. Okay, my personal favorite, I like to be on the move. 

 09:19
Andrea Nordling
So pheasant hunting involves walking a lot, being on the move and flushing up birds, meaning they come out of COVID they fly up in the air, you shoot them up in the air. It also usually involves a well trained dog, which I particularly enjoy. So this is my favorite type of hunting. Now, when we are pheasant hunting, I have learned over the years that you can put yourself in position to probably be flushing out birds if you understand why the birds go where they go. Okay, so for pheasant hunting, the birds want cover, they want food and they want water in the same area. That's where pheasants will be. Okay, they want cover, food and water. And this is the same for most animals, I would argue. 

 09:59
Andrea Nordling
And so you're not just walking in a random field and hoping that there are birds there and then being confused when there aren't. No. Instead you intentionally position yourself where you could go to have the highest likelihood of having a concentration of birds that you're going to flush up into the air and get a shot at. By the way, pheasant is delicious if you've never enjoyed it. Quite, quite delicious. So I've had the most success and the most fun as a hunter when I understood this. And I put myself in a position where there was a draw of water next to a field with freshly combined corn and a windrow of COVID you know, to the other side of it, for example, like, oh, obviously that's where the pheasants are going to be. 

 10:42
Andrea Nordling
It is going to provide them for all of their needs at this time of year. More, they're much more likely to be there. There's a method to the madness, is what I'm trying to say. Another example that I have is with musky fishing. So I love musky fishing. Muskies are a freshwater fish. If you don't know it is a very big fish and they have big teeth and they're only in certain lakes. I live in Minnesota, land of 10,000 lakes. And so we have lots of opportunity to do lots of fishing. But muskie fishing is like the top, top, not because, not for any other reason. Why is it now I'm trying to think like, why is it kind of the top? Well, it's just, it's the hardest. I would say it's the hardest. That might not be true. 

 11:22
Andrea Nordling
Now I'm like, people are going to take exception to that, I'm not trying to demean any other type of fishing, but there is a lot of skill involved in catching muskies. You really have to understand why that species is in a certain body of water at a certain time. So it's very dependent on the time of year and what food is available and the behaviors of that fish and like, what they eat and what other schools of fish are in certain areas. So where there might be the barometric pressure is a huge predictor of if the fish are going to be biting or not. Muskies are no different. If a cold front's coming in, for example, it's definitely going to shut down the muskies. It's just there's lots to understand, right? And so good fishermen know this. 

 12:05
Andrea Nordling
They don't just go to the middle of the lake, to the same spot every time and throw out the same bait and the same lure and just hope that the fish bite. That's maybe sometimes going to be effective, but for the most part, it's not going to because they don't understand the motivation of the fish. They, why they are in the area that they are in. What is the type of bait at that time of year in that exact lake, in that exact moment that is going to be the most attractive to them and what they could do to ensure success, or to at least be much more likely to succeed in their efforts. Okay, so that's one scenario where you're out finding where the species are that you're hunting or that you're fishing and you're putting yourself in the best spot for them. 

 12:48
Andrea Nordling
Another nuance of hunting, and this might resonate for a lot of people, is people that have their own land and they are making it as attractive as possible for the species that they want to attract. So some hunters, in the example that I've just given, and this is my family's particular scenarios, we don't own our own land, okay? So we're not planting feed plots. We're not doing any of that. We get permission to hunt in lots of different areas, some on public land, some private land, and we go where the game is. That's one version. 

 13:21
Andrea Nordling
The other version is having your own land and setting the stage, the scene, making the scenario with COVID and water and food and everything that is needed to attract the species to your land, where then you have the best opportunity to get a good shot or to hunt that animal. Right. You can see how this probably applies to business, hopefully. So in business, it could be going to someone else's audience or you don't have your own land, you are perhaps doing a workshop for another practitioner's community or a parallel business, a gym, a chiropractor, someone else's field, farm, woods, whatever it is, lake. You are going there and you are positioning yourself in the best spot to be able to hunt, where that game is probably going to be. And I don't know if this is going to be a really tired example. 

 14:11
Andrea Nordling
Maybe I should be saying people at this point instead of game. But you see where I am like, you see where I'm going here. Okay? This is being a guest on someone else's podcast. This is being a guest in somebody else's community where they already have your. Your species, your people, your audience. Your ideal client is already there, and you're putting yourself there versus attracting the right people to your land and making it as enticing as possible. Okay, so this is your website. This is your email list. This is. Is. If you are on social media, this is your social media profile page. Like, whatever. Whatever that looks like for you. You're attracting the right people to you because you are giving them what they want. 

 14:56
Andrea Nordling
You understand the behavior of your people, and so you are creating an environment where they want to be right. This is the same as people that put in water sources and food plots and the right kind of COVID and that kind of stuff to attract the animals to their land that they want to hunt. Okay? So hopefully you can see how that hunting mentality, fishing. Hunting and fishing, in my. In my mind are very similar because you have to have the right bait. You have to have the right understanding of the species. You know, just all of it. Okay? So whatever, whichever of those resonates with you, think about it for your business. Both of the strategies work, by the way. Putting yourself into an environment where you know you. 

 15:35
Andrea Nordling
You are going to be around your ideal people or attracting the ideal people to you, both of those work. You can do them simultaneously. I think of that as hunter mentality. Both of those. Okay, here's an amateur hunter mistake, by the way. And I want to bring this back to a business example, but I want to, like, really make this clear for you how this shows up in business. So the amateur hunter, the googan, again, can I say that? I should have googled if I say that, but in my household, we would say the googan. The googan uses the same bait in every season, in every location, every lake, every field, every. Everything they have, regardless of which way the wind is blowing. They don't even Factor that in, they might put themselves upwind of the animal that they're hunting, which is stupid. 

 16:18
Andrea Nordling
The animal will smell you. You'll never get a shot. Like the googan doesn't know that. Okay? So they're always doing the same thing, the same playbook, because they don't understand what the animal actually wants right now. They're not actually thinking about it from the psychology of the species that they're hunting. And now I feel really weird talking about your potential clients as species that you're hunting. So let's talk about how this looks in business, okay? And why this is important, because that depends on luck. If you're not really thinking about the psychology of your people and why they buy and why they make the decisions that they make, then everything is luck. And it feels so unpredictable and it feels so inconsistent, and it feels like every single thing that you're doing in your business is outside of your control, which isn't fun. Okay? 

 17:01
Andrea Nordling
It's like I have zero influence over my results here. It's. I'm just at the whim of question mark, and that doesn't feel great. Now, if this was a day and time when were actually dependent on eating what we kill, like hunting and bringing it home for dinner tonight, so that we have dinner tonight, you can see how it's really important not to be the amateur hunter and not to be just at the whim of any circumstance. And depending on luck, for a lack of a better way to say it, you would have to be efficient. You would have to understand the buying psychology, the. I'm like mixing the metaphors here of the actual animals and how this applies to your business. But follow along with me, okay? 

 17:40
Andrea Nordling
Efficiency and skill really would be everything if you had to depend on the results of your hunt or of your fish to actually put food on the table. You couldn't afford to waste time on activities that weren't yielding results or to keep doing things that weren't working. And I would argue the same thing is true in your business, actually. Okay, so the hunter in your business is the person who's out there. Hopefully you actively having conversations, making offers, telling people, I can help you. And understanding the psychology of someone who's ready to buy right now. This is someone that is ready right now versus farming mentality, which we're going to get to in a second. But the hunter is looking for somebody that is ready right now. 

 18:22
Andrea Nordling
They're crossing paths in the exact spot in their shooting lane, for example, or they're going right underneath the boat. Right by the line. And the right bait really matters here enormously. Okay. In business, if all of your marketing is educational, if it is tips, if it is tricks, if it's DIY information and you're sending out recipes and you're giving all of the tips and the education, which is what so many health and wellness practitioners do, then what you're going to catch is people that want to diy. That's the bait that you're putting out there. I want you to really think about this because people do this all the time. I coach on this so often. People teaching, teaching. It's all they do is they teach. Why do we do that as business owners? Because we are so passionate about the education that we have. 

 19:08
Andrea Nordling
We are so passionate about making people aware of the choices that they make in their life and the long term consequences of it. We love to teach. I get it. I am right there with you. And it's the wrong bait. A lot of the time it is the wrong bait because you are going to bring in and you are going to catch, metaphorically speaking, people who want to learn, who want to diy. These will be the people that tell you, I can't afford to pay you, but thanks for the free tips. Right? And you might have a lot of that going on because of the bait that you're throwing up. 

 19:39
Andrea Nordling
If you do a workshop, for example, and in the workshop you teach, you teach, you give tips, you give recommendations, and then at the very end you give, you know, a two second pitch. Hey, if you want to work with me, here's where you email me. We'll set up a time to talk. And nobody ever talk, never ever actually reaches out to talk. It's no wonder because the bait that you put out for the entire workshop is for the DIYers. The people have homework to go do, they have tips, they have tricks, they have things to go try. Of course they're not going to reach out to you for you to help them solve the problem because you just gave the DIY or something to diy. Does that make sense? I hope that it does. 

 20:17
Andrea Nordling
But really thinking about what is the bait that I'm throwing out of the boat? What is the, like, what is it that I am hoping to attract here and is it congruent with what people actually need right now to make a decision? The people that are ready to buy right now? Probably not. If you don't have a calendar full of people reaching out with you to do discovery calls or with clients just banging down your door. It's probably because you're throwing out the wrong bait. And this is something that we really have to think about. Okay. I know that a lot of people that will listen to this podcast do not identify as being a hunter. They will probably more identify with being a farmer, which we'll get to in a second. 

 20:55
Andrea Nordling
But I want to really highlight the importance of the hunter mentality, because I've got to be careful about how I phrase this. The hunter mentality is identifying the kill, the fish, the catch, the whatever that is ready right now that is in front of you right now, versus someone that might need a long time to get ready to purchase or to get ready to get started, which is the farmer mentality. And we're going to get into that. So a great business hunter understands. What does someone who is ready right now look like? What do they need to hear? Where are they at, exactly? How can I position myself to be in front of those people? And what do they need to hear? 

 21:38
Andrea Nordling
Okay, whether that's on someone else's land that you go hunt on or fish on, or if it's actually making your own land more enticing for that exact person to come over and visit, you know, mixing metaphors this entire episode. I'm sure that you can stay with me, though. So that's the hunter mentality. Now, the second mentality is the farmer. And this is something I also have intimate experience with because I married into a farm family. So I came from my hunter and fisher lifestyle that I grew up with. And I quickly got introduced to a new way of thinking, which is the farmer mentality and the farm mindset. And I am so grateful that I have the opportunity to see both of these and to for my kids to be able to do both of these, which is super fun. 

 22:27
Andrea Nordling
So I may have talked about this before. Again, this is where we'll get slightly personal for a second. But every single year, my kids take part in the county fair. And when I say they take part, what I mean is, all year long, they have been participating in 4H, which then culminates in the fair experience in the summer. And the county fair is the highlight of the summer. Then if they do well at the county fair, they get to bring a project or animal to the state fair. That's a really big deal. Here in Minnesota, we have a huge state fair. So the fair experience is very much a part of my life, and that's a small piece of it. 

 23:03
Andrea Nordling
But I get to watch my kids, who love to hunt, who Love to fish, also participate in 4H and kind of have a little bit of a farmer mentality as well. And they get to develop some of those skills and some of those strengths. So the strength of a farmer, which I have seen over the last 18 years as I've been married into a farm family and have also seen a lot of friends and a lot of extended family members with farms navigate this, I have noticed some patterns. Okay, so here's some of the patterns. Farmers are patient. They are patient people. I do not identify as somebody that is a patient person. So I have so much respect and admiration for people that are patient. And, and farmers by definition are patient. Oh my goodness, they are patient. 

 23:56
Andrea Nordling
So I have like, I married into a dairy farming family. So my husband's family, my father in law grew up on a dairy farm. His brother and his nephews and other extended family members still have dairy farms and still have herds of dairy cattle. They also do some crop farming. We have friends that have beef herds, you know, pretty much everybody I know that farms, I can't think of any exceptions, have some level of crops that they raise on their farm to either sell or to subsidize some of the food for their herd of animals. So there's crop farming, there is livestock raising, there's a whole lot that goes into the world of farming and to that endeavor, whether it is a hobby or it is a vocation and patience is the name of the game. 

 24:45
Andrea Nordling
So I have, you know, through some observation and through listening to conversations about this over the years, I have deduced that successful farmers, the patient ones, I think all farmers are patients, but the really patient ones can weather good seasons and bad seasons because they planned for both and they understand that there's going to be both. So they are not shocked when a hard year comes along or a stretch of a few hard years. Does that make it easy? Does that make it fun? No, definitely not. But they aren't surprised by it. Okay? It's not like, gosh, we had an early frost this year or a late frost and it completely threw off the planning schedule. This is a shock. Like, no, we've seen this before. We understand that this can happen, right? 

 25:31
Andrea Nordling
So farmers are not shocked when there is a natural ebb and flow. They do not have the expectation that they are going to plant a field on Monday and then harvest it on Friday. They know it's going to take months for these crops to grow. They know that it is going to be labor intensive. They know that they're going to have to make sure that there's water and there's nutrients and that the weather is right. And sometimes the weather isn't right. And sometimes there are fluke years where there is a drought or where. I mean, here in Minnesota, there could be a late freeze or an early freeze again, that really throws things off. There could be insect infestations that come in any sort of circumstances outside of their control that could influence the yield of the crop. But they keep farming anyway. 

 26:17
Andrea Nordling
They keep doing it anyway, and thank goodness that they do. There's a lot of skill involved in farming, a lot. Knowing when to plant, knowing where to plant, knowing which genetics to. To breed into your herd. If we're not even talking about crops, we're going to talk about livestock, to give the highest production. I've learned so much about the genetics in dairy farming because that's what I'm closest to. But this is true for any type of animal, any species. There's a rhyme and a reason for, and a huge industry behind genetics and getting the highest production of whatever species it is that you're raising, basically that most efficiency, getting the highest profit and the best use of your time and the best uses. 

 27:00
Andrea Nordling
Use of your resources, which is the energy and the food that you're feeding to those animals or the best usage of your fields to plant which crops and when, you know, rotating. There's so much to be understood about farming. And so farmers have to be really skilled in their craft. They have to be patient. They just innately understand that there's going to be highs and lows and it's going to take a minute and to see the fruits of your labor. Like that's just the way that it is. You're playing the long game when you're a farmer. So I think I've done this accidentally. Pretty okay in business. It's not an accident. Even as I say that, I probably should give a caveat. It's not really an accident. 

 27:43
Andrea Nordling
However, in retrospect, I can say that this wasn't my chief motivation in my business, but it just is what has happened. So I recently had a client that was telling me on a call, she said, I've been in the profitable Nutritionist program since 2021. I have seen you and your business grow and change, but you have never actually changed. You show up every single week in the profitable, nutritious program. On Mondays, every single week, we have a live coaching call. Every single week, you show up in my inbox with emails. The podcast continually shows up in My podcast feed. It is something that I can count on. It is, you know, it's consistent. She said, you start every call on time, you end it on time. There's just no question of what to expect. That's kind of a farming mentality, in my. 

 28:30
Andrea Nordling
In my opinion, and I'm going to tell you why in a second. But I loved hearing that from her because it wasn't something I was intentionally doing for the reason that she reflected back to me, which was like, this, have. This helps me to have so much trust that you're going to keep showing up and that there's consistency there, which is wonderful, right? But I was like, oh, that's so interesting. Consistency that compounds over time. And you just do what you say you're going to do. Okay. So that kind of bridges the gap to farming activities in your business. 

 29:00
Andrea Nordling
And having that patience of a farmer and having the expectation that there are going to be ebbs and flows and nothing has gone wrong when that happens, that's just part of the industry and of being an entrepreneur and of farming and having a farm. And, you know, enter in here all the metaphors, but also realizing that we don't plant rice this morning. If we want to have rice for dinner. It doesn't work that way. Like, we. We can't plant the seed and expect to harvest it immediately. We have to have patience. We have to understand that things do take time. And in our business, that looks like nurturing, right? It looks like providing value, showing consistency, letting that compound over time. Grow your authority, grow your network, grow your relationships with clients, with past clients, with referral partners, with future referral partners. 

 29:50
Andrea Nordling
Putting yourself in situations where you will be introduced to new people, to cultivate relationships with over time. Not with the expectation, though, that it's going to produce fruit today. Like, it's not the hunter mentality where we can go out and I can hunt pheasants today and we can eat them for dinner. That is not the expectation when you're farming. It's the long game. Okay, I'm sure that you're following me here. So following up with leads, people that have shown interest in the past, they haven't bought yet, they need follow up. Having a cadence for that, having that built into the. Your work week, your. Your work month, like what you actually do in your business, having some of these farming activities built in, building and maintaining referral partner relationships. 

 30:38
Andrea Nordling
I touched on this a little bit, but is that part of your strategy in your business, to continually be building relationships with people that may be Referral partners in the future and letting those compound over time and letting those organically develop. Email list building. This is another one. Are you consistently nurturing and showing up for people that are already paying attention? Do you have a cadence for that? Are you consistent with it? These are farming activities. Watering the field, Right, Watering the field. But where people really go wrong here is only watering the field. And I'm going to get to that in a second. If we're only watering the field and we're never actually harvesting or we're never actually hunting and making offers to the people that are ready right now, and we're only educating and we're only nurturing, that doesn't serve us either. 

 31:25
Andrea Nordling
But this farmer mentality and the actions of a farmer do service. So let's think. Let's think it through. Are you consistently showing up so people build trust with you over time? Are you showcasing your expertise? Are you boldly talking about how you are an expert and you're doing it repetitively? Like, we need so much repetition in our business. And to us, as the business owner, whether we're a hunter or a farmer, we tend to really underestimate the amount of times we need to say the same exact thing for somebody to hear it and to understand it. So the farmer is consistently watering. They're consistently doing the stuff every single day. They're pulling the weeds, they're pulling the rocks, they're feeding the livestock, they're milking the cows. Whatever it is that they have to just keep doing, every single day, they're doing it. 

 32:10
Andrea Nordling
And they understand that nothing has gone wrong. If they're doing the same thing every day, that's just part of the process, right? I think for those of us who lean a little stronger to the hunter mentality, and I would put myself in that camp, it is tough to remember this. It is tough to remember that we aren't only looking for the new stuff to do, the shiny stuff, the new strategies, the new field to hunt in, the new lake to go explore. We have to be doing the repetitive stuff consistently and still, you know, maintaining our farm so that we get the harvest later. Okay, this shall all become clear. I swear in my brain, this is very clear. But it's. We're going to draw it all together. 

 32:52
Andrea Nordling
And I did preface this entire episode by saying that I didn't have a totally fleshed outline here, but I think that you're seeing all the parallels and how these threads kind of come together. You don't plant the crop today that you need to eat for dinner. That is not how farming works, okay? The harvest comes in its season and your job is to keep showing up between now and then and to be able to weather this, weather the seasonal changes and the good years and the bad years and learn from them and then continue to plan for and try to. How do I say it? Like, how to increase your efforts increase. I don't. It's not coming out clearly. But you see where I'm going there. Like how to make it more likely next year that you're going to have better results. 

 33:38
Andrea Nordling
We do that, of course, but also understand that there are going to be highs and lows. So where I see people really make mistakes here and where I can see that I have done this in the past is being only a hunter. Okay? This, this is what happens when you're one or the other. You're either a hunter or a farmer. We're going to talk about the perils of both and how to really make sure that you are doing both. So if you are only a hunter, you're probably always chasing new leads. You're probably always looking for the next opportunity. You're completely ignoring the seeds that you have already planted. And your mindset is got to get in front of more people, got to get more eyeballs, got to do the next thing, got to do the next strategy. 

 34:12
Andrea Nordling
Gotta, you know, find the next big opportunity. And that's the only lens that you are looking through. You are not following up with past leads. You are not nurturing existing relationships. You're just hunting, hunting for new, new. Which is exhausting, by the way. And I, I mean, takes one to no one. I would definitely put myself in this category that if left to my own devices, that is what I will do. But it's exhausting. Absolutely exhausting. Also, it isn't efficient. Okay, yes, there's absolutely a time and place for hunting because that is how you put food on the table tonight. It is. But only hunting means that you're always starting from zero. And that is what we don't want to be doing. That is not a business that feels sustainable. It's not a business that feels consistent. And it's a lot of pressure. 

 34:57
Andrea Nordling
So we want to make sure that we're not only a hunter. We also want to make sure that we're not only a farmer, because only a farmer looks like. Always nurturing, nurture, nurture. Lot of educating, not usually making a ton offers, not confidently saying the words, I can help you and having the Expectation that people are ready for the help right now. It's the mentality that you have to snuggle with your people for months and months, if not years, to get them to the point where they wanna work with you. That isn't the case. Okay, Sometimes that may be the case. And that's great. And you will harvest that field when it is ripe or, you know, whatever the. Whatever the situation is. 

 35:38
Andrea Nordling
But knowing that there are people right now ready to work with you today and you don't actually have to nurture them, that is the balance between the two. So if someone's just a farmer, they're not bold in making offers and saying, I can help you, and being very direct. They also probably don't understand the psychology of that person that is ready to buy right now. Right. And they need to be a little bit more of a hunter and to look at that species. Remember I said in the beginning, like the really good hunter, the really good fisher person is understanding the motivations of the species that they are after. They understand why they are making the decisions that they're making. And how do I put myself in a position where I can offer them the bait that they actually want? 

 36:17
Andrea Nordling
That's what we're trying to do. So what if people in your world don't need six months of nurturing? But if they don't need that, what if they're ready today and they are actually ready right now? They want to pay someone to help them. In fact, they're actually looking for someone to help them right now. And they don't know that you're that person because they think of you as the educator, as the I can pick their brain for free type of person. What if that's what's actually happening here because you're only farming? And the reality is we need both, okay? We need the hunter skills and we need the farmer skills. Within your hunting, you need to be going where the game already is. Other people's audiences, and creating conditions in your own environment that attract your ideal clients to you. 

 37:02
Andrea Nordling
So there's definitely a mix of both of those. And you also need to be planting a farm, planting some fields, growing your herd. Whatever part of the farmer mentality resonated with you also need to be doing that. And that's the consistent, boring work day after day that doesn't feel as exciting, that actually results in quite the harvest. Can you see how these both work together? Hopefully. So I was excited to get this out of my brain today, so maybe I didn't do the best job that I could have in explaining it, but I think that there's probably some insights that you can take from that and to use in your business. To recap, great hunters understand the behavior and the motivation of who they're after. As a business owner, it's your ideal clients, the ones that get the best results, the one that's. 

 37:52
Andrea Nordling
That send you endless referrals. Those are the big game that you're after. Right, if you're a hunter. But you have to use the right bait. You have to set up the right conditions for the season. And in this, when we talk about seasons, this really probably makes sense. If you are a hunter or a fisher person, you understand that there are seasons for this, but there's also seasons in marketing and in sales. And the reason that your people might be willing to take action and ready to take action today in the season, like literally in the time of year that it is right now or the season in their life. But I think we can really think about this. Seasonally is different than it's going to be six months from now. 

 38:27
Andrea Nordling
Depending on what your offer is and depending on what kind offer you make and what type of clients you work with, there are seasonal motivations to also think about in your sales process. So that like actually does directly translate as well. Great farmers, they play the long game. They weather those seasons. They know that there is going to be changes in the seasons. They don't expect to harvest what they just planted this week. That's not even their expectation. And they show up consistently so that trust compounds over time. And they do have a yield that they can harvest when the time comes. And it's consistent. So in your business, you need both. Hopefully you're seeing that. You need active outreach, you need offer making, you need consistent nurture, you need relationship building, you need trust and consistency. All of those things all work together. 

 39:16
Andrea Nordling
And probably, as you have been listening to this, if you're still here, you are seeing, okay, there are some areas where I am a little deficient here or where my expectations may not be meeting up with reality. And the expectation that we're going to be harvesting our seeds that we just planted. Not true. And the expectation that we always need to be looking for new new new new leads, new strategies, new pools, new whatever, new lakes. That also isn't the reality. It is leaving a lot of opportunity on the table to not be cultivating what we already have. Again, mixing all of the metaphors together into one that hopefully lands for you. 

 40:01
Andrea Nordling
So if you want help figuring out exactly what your hunter and farmer activities should be in your specific stage of business right now and building a plan that you can actually follow. That is exactly what we do inside the profitable nutritionist program. Okay. If this is landing with you and you are not already in the TPN program, we absolutely should do a call together and figure out if it would be the next best step for you. This is zero pressure, but will be very insightful for you and hopefully I think I can say safely is going to give you a lot of clarity on what this should look like for you as you build out your plan for the rest of the year and beyond. So book a call with us to see if it's the right fit@theprofitablenutritionist.com book. Okay? 

 40:46
Andrea Nordling
We are gonna look at your business together, what your exact goals are and where you are at the stage that you're at right now and build out a roadmap. Again, that's@theprofitablenutritionist.com book. All right. And thank you for letting me get this out imperfectly. As I'm reflecting on my birthday week, this was actually so fun to record. Maybe I'll do more of this, which is less, a little bit less planned and a little less formal and more free flow. This was absolutely fun for me today and I will see you back here in the next episode, my friend. Goodbye.